Results Driven

People, Business Strategy: Sales and Negotiation Training

Jose Almeida

Are your commercials losing sales because of a lack of information?

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Many of the business owners we work with are amazed when we ask them:

“What information sources do your salespeople use to target their prospecting?”

“Information sources?” they usually ask in fear.

Some can say “Internet” or Yellow Pages, yet most stare at us suspiciously.

What we will discuss following may be considered essential and come in every sales book, but if you ask me where salespeople fail the most?

You may have guessed it. It is precisely in the preparation component of the prospection, that is, the selection of target customers and the preparation of the approach.

We still see salespeople approaching customers with the old maxim:

“Mr. Client, I don’t want to sell you anything. It’s just to set up a meeting to get to know You and … [ Read the rest » ] “Are your commercials losing sales because of a lack of information?”

I am a Commercial Director. Now what?

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One of the things that amaze me the most in Portugal is the lack of specific training that people who rise to the position of Commercial Director have.

The career management of these profiles is still looked upon with a significant lack of professionalism.

If the former salesperson had a good role model or a good mentor, they would probably get by and even do a good job.

If this has not happened, the probability of things going wrong is very high.

The sales role is not compatible with what the now head or sales director has to have in terms of resources.

In addition to this, there is the paradigm of working in a very isolated way before and now having to work more as a team.

There are … [ Read the rest » ] “I am a Commercial Director. Now what?”

Are you afraid to fail?

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It’s normal. If you are like a great majority of the companies, you probably do.

One of the big problems that companies’ leadership is currently facing is the lack of risk support.

If we think about our professional experience, few are the companies we pass through that effectively support their teams and their people to take risks and go outside the square when they think of problems for their situations.

If we analyze some companies, at least the most successful ones are invariably the ones that support risk and, many times, reward it.

I, thank God, had a boss in one of the companies I worked for very early in my career who used to say to me:

“Jose, I want you to make mistakes. Just don’t make the same … [ Read the rest » ] “Are you afraid to fail?”